Commercial Integrator + Security Sales Jan/Feb 2024 - 64

BETWEEN US PROS by Scott Goldfine
AI's Impact is About to Get Real
NOW IS THE TIME when seemingly everyone is forecasting
what type of business year to anticipate from a
revenue, growth and opportunities perspective.
All of us are also discussing the hottest vertical markets, security
technologies and services.
We're all so fortunate to be in an industry that - thanks to the
eternal and ever-growing human need for safety and security, the
accelerating pace of technological advancements, and the expanding
applications of industry solutions for general business, operational
effi ciency, convenience and " out-of-the-box " innovation - is
uncommonly resilient and near impervious to downturns.
If you come at security with a modicum of entrepreneurial fortitude,
sensible leadership and ethical commitment,
as well as quality personnel, technical and sales
skills, and a customer-centric focus, your company
has as good a shot as any for success.
However, if you really want to kick butt and
get to the top of your fi eld (and let's face it, who
doesn't?), you have to be smarter than and/or
work harder than the next guy.
That means exposing yourself to as many informational
and educational industry sources
as possible - especially credible, high-value
ones like SSI. Actively attending events is also
essential, given the importance of networking.
This will reverberate throughout not only security's products
and solutions suite, but, even more signifi cantly, how we all do
business, work and live our lives.
Cybersecurity - as it pertains to ensuring networked physical-security
solutions do not compromise end users' systems, as
well as to ensuring integrators safeguard their own company and
customer data - will continue to predominate planning priorities.
In fact, the exploitation of AI, along with treachery such as
deep fakes, is amplifying those threats.
Fortunately - unlike how cyber and data privacy have been
The pace
of tech
more of a nuisance than a business opportunity - AI is going
to transform security products, services, installations, tech
support, customer interactions and company
operations in revolutionary ways.
This will create new capabilities and faciladvancements
and
disruption
'The Security Industry's
Executive Conference'
Although there are too many conferences and
expositions on the security calendar for all but
the most highly traveled individuals to take it
all in - even multiple company representatives
would struggle - I highly recommend Securing New Ground
(SNG) in New York, set this year for Oct. 8 to 9 at the Westin New
York Grand Central.
It's marketed as " The Security Industry's Executive Conference. "
is accelerating,
which means
AI will impact
security more
quickly than
trends of the
past have.
itate leaps in eff ectiveness and effi ciencies,
powering new revenue streams.
Security is a Serious Undertaking
None of this will happen overnight. As any
security veteran will tell you, this industry tends
to lag behind other technology-based sectors.
What many overlook is that, fi rst and foremost,
security is a serious undertaking that not only
safeguards assets but also, even more critically,
protects life and limb.
It is by nature and design a conservative
business. Considering what's at stake, I, for
one, hope that never changes, despite humans'
obsession with everything being fast, easy and
convenient.
Still, the pace of tech advancements and
I was fortunate enough to attend SNG for the fi rst time since before
the pandemic late last year. Now owned and managed by the Security
Industry Association (SIA), SNG was founded in 1996, with what
was then Security Sales magazine as its exclusive media sponsor.
The perspectives of the 200-plus senior-level industry leaders
presenting and attending SNG lent keen insights into both where
the gold lies and where the landmines are in the year ahead.
Artifi cial intelligence topped SIA's annual Security Megatrends
report, which was published in December, and was a big topic
among SNG attendees. It was number two in 2023, and its impact,
momentum and potential are of titanic proportions.
disruption is accelerating, which means AI will impact security
more quickly than trends of the past have. At the same time,
customer awareness and demand for the latest tech (including
cloud-based off erings) is intensifying, forcing the hand of security
providers to step up their game to remain competitive.
As clients and prospects shi┼┐t how they do business and reinvent
themselves, refl ect on whether your integration company is
keeping up and meeting them where they are today.
Case in point: During SNG's " A View from the Top " panel, the
security director of the world's largest pizza chain described
Domino's as " a technology company that sells pizza. " SSI
Elite Interactive Solutions' marketing director, Scott Goldfi ne, is an
SSI Industry Hall of Famer who spent 25 years as Security Sales &
Integration's chief editor.
Commercial Integrator + Security Sales & Integration, (USPS 005-160) (ISSN 2994-1881), Vol. 14 No. 1, is published monthly and bi-monthly in Jan/Feb and Nov/Dec by Emerald X, LLC., 100
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64 Commercial Integrator+Security Sales & Integration | Jan/Feb 2024

Commercial Integrator + Security Sales Jan/Feb 2024

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Commercial Integrator + Security Sales Jan/Feb 2024 - Cover3
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